Buyer Related Topics 
Your Sales Management Guru
MARCH 24, 2015
The 10 Traits Buyers Seek in Sales Superstars. But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. Our research indicates that, from the buyer’s point of view, the best salespeople: 1. Make the buyer a hero.
Your Sales Management Guru
MARCH 13, 2017
This chapter was amazing, in it James moves into the buyers mind and the sellers mind with scientific descriptions as to how your mind can cause your mental, physical and even vocal interactions with a buyer to change. They are warmth and competence. What signals are you giving out during that first stage of a sales interaction?
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Your Sales Management Guru
AUGUST 10, 2015
The User Buyer (Below the Line Buyer) is thinking needs and considering decision criteria, the Above the Line Buyer is more strategic and their consideration for any change is driven by the impact the product/service will have on corporate strategy or business plan, i.e. increase sales by 20%. Understanding the ATL Energy.
Your Sales Management Guru
SEPTEMBER 15, 2014
Joanne continues… having a personal connection to prospects, understanding what our buyers want from us and delivering results are still the keys to success. The next sections go on to discuss Buyer 2.0 and how salespeople today must work differently to win, it’s worth the price of the book for that chapter alone.
Your Sales Management Guru
OCTOBER 27, 2014
Emotion has always been a major element in the sales environment, buyers today are more risk adverse, salespeople are more cautious and less self confident and worse the relationships between buyers and sellers are caught up in cost vs value. All of these fears impact your planning actions.
Your Sales Management Guru
AUGUST 18, 2016
Often, the buyer has latent pain – they know they need to do something but they may not know what they need to know or how to decide. This presents your first challenge – how to help the potential buyer to answer the question – Why do anything? So how will your prospect justify the effort and invest the time?
Your Sales Management Guru
FEBRUARY 27, 2012
These will be highly integrated applications that will easily allow the salesperson to offer the right solutions with an interactive approach, generating huge value to the buyer, rather than simply data sheets or a nice web site.” .
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